F. MICHAEL VALENTI, MBA

***** ****** *****

Tampa, Florida 33624

813-***-**** cell

ace8qn@r.postjobfree.com

www.linkedin.com/in/fmichaelvalenti

SKILLS

Highly accomplished and goal oriented senior sales leader (VP/Director level), effective at managing high

powered sales hunter teams with a proven track record of closing new business and growing client

portfolios. Skilled at training and overseeing the processes of prospecting, pipeline management,

forecasting, solution selling, contract negotiation and closing business. Additional expertise includes:

executive presentations, relationship building, contingent workforce solutions, co-employment, employer-

of-record services, agency-of-record services, payroll outsourcing, independent contractor compliance,

HR technology platforms, strategy, sales management, risk management, project management, CRM, and

business modeling

PROFESSIONAL EXPERIENCE

VendorPass, Inc., (subsidiary of Adecco)

Managing Director / Vice President of Sales, 2013 to Present

Responsibilities and achievements include:

Innovative senior sales leader charged with organizational responsibilities in the areas of strategy,

operational profitability, risk minimization, and the development and execution of sales plans

Expert level command of the outsourcing value proposition (HRO, PEO, and BPO solutions)

VendorPass is a national provider of W-2 payrolling co-employment (employer of record) and

independent contractor pass-through (agency of record) contingent workforce solutions

Responsible for the overall management and P&L of the VendorPass business unit, including the

sales function and operations, with offices located in Jacksonville, Houston and Tampa

Leadership of the VendorPass national sales team, including pipeline management, forecasting,

metrics, and team training

Expert proficiency in consultative selling techniques, complicated multi-tiered solutions,

executive presentations, relationship building, and the effective communication of the value

proposition

Affordable Care Act (ACA) employer strategies and solutions

Development of growth strategies through leverage of internal and external channels

Oversee new client implementation, resource allocation, and project planning functions

Annual budget preparation and quota assignment

Profit and loss, expense, and departmental cost containment responsibility

2013 Results: 115% of budget ($34.5MM revenue on a plan of $30MM)

October 2013: VendorPass achieves its highest headcount total in its 7 year history (2,100+

consultant headcount)

Accord Human Resources Florida, Inc.

Director of Sales, 2006 to 2013

Responsibilities and achievements included:

Accord Human Resources (PEO) offers its clients a one-source co-employment platform,

delivering outsourced services in the areas of benefits administration, risk management, payroll,

and human resources consulting

Organically grew WSE headcount total by over 60% in a three year period (from 4,200 to 7,000

WSE)

Annual sales budget number always met and exceeded, 2006 to present

Leadership and development of a team of full-time territory sales managers, the independent

agent channel, and sales operations personnel

Reporting to the President, with responsibility for management of a portfolio of clients exceeding

$240M in annual payroll revenue at a 93% client retention rate (8 points over industry average)

Direct management of select key account client relationships and development and

implementation of Accord Human Resources major account pricing and service structure

Conferring with members of the state legislature and industry lobbyists for the advancement of

the industry interests on state and national levels, FAPEO Legislative Conference

Management of a strategic alliance partnership with a publicly traded financial services/insurance

firm (approximately 40 agencies in Southeastern US)

Pricing, contract negotiation, modifications, credit analysis, and strategic plan execution

Pipeline management, recruitment, training, client retention, and territory expansion

Effective utilization of CRM (Salesforce.com, MS Dynamics) and other management/analytical

tools (MS Office, IBM SPSS, project management and simulation software)

Member of the Accord Human Resources Growth Initiative and Market Expansion teams, 2007 to

2012

Ongoing collaboration with corporate technology partner on internal CRM requirements and

enhancements

Founder of the internet’s largest PEO-focused networking group, The Professionals of the PEO

Industry (LinkedIn), June 2008 to present

Selected presentations include:

Presenter: Applied Business Disciplines, “Scientific Management Inspired Practices in the

Organizational Context of the Principal – Agent Problem,” Ft. Myers, Florida, November

2011

Presenter: Tampa Chamber of Commerce, “Effective Sales Management CRM

Implementation and Utilization,” Tampa, Florida, September 2009

Presenter: National Association of Professional Employer Organization (www.napeo.org),

"Overcoming Complacency in the Successful Sales Environment," Phoenix, Arizona, July

2007

Kelly Staff Leasing (KSL) - Regional Manager of Business Development, Tampa, Florida, 2005 to 2006

Sales management role overseeing PEO sales plans, processes, new business development, and

transactions in the Florida market

KSL was a PEO framework held by Fortune 100 Kelly Services

Epix (Gevity) - Territory Manager, Tampa, Florida, 2002 to 2005

Territory management role overseeing PEO sales plans, processes, new business development,

and transactions

When Epix was acquired by Gevity in 2004, offer was extended and accepted to stay in same

capacity

Dataflex - Sales Manager - Flexstaff Division, Clearwater, Florida, 1996 to 2002

F. Michael Valenti, MBA – VP/Director of Sales 2

Led the Flexstaff division from $0 in revenue at launch in 1996 to over $3M in three years

Flexstaff provided its client companies contract technology consultants on a short and long term

assignment basis

EDUCATION

Doctor of Business Administration (DBA), Management (ABD, 56 of 68 credits completed), Nova

Southeastern University, Huizenga School of Business and Entrepreneurship, Ft. Lauderdale,

Florida

Master of Business Administration (MBA), The University of Tampa, Sykes College of Business

(AACSB Accredited), Tampa, Florida

Bachelor of Science (BS), Psychology, University of Florida, Gainesville, Florida

MEMBERSHIPS AND AFFILIATIONS

Mensa

Academy of Management

Roundtable Group Expert Network

Florida Association of Professional Employer Organizations (FAPEO)

National Association of Professional Employer Organizations (NAPEO)

Florida Venture Forum

F. Michael Valenti, MBA – VP/Director of Sales 3

Contact this candidate